Two things to do when selling over the telephone...
- introduce or reintroduce yourself before you state your name – this will give the customer time to wake up and adjust to your call and your tone of voice. For example, ‘Hello, I don't think that we have spoken before, my name is...’ or ‘Hello, you may remember me from...etc’.
- Then at the end of a phone conversation, hang the phone up slowly. Never put it down as quickly as you can. This is a clinical cut-off and you risk losing the goodwill that you have spent time on the phone creating.
Tom Bell
Enterprise Development
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